lean in and listen and make adjustments to your side of the conversation to demonstrate your interest. You won’t bore them with endless stories that are all about you. You will flatter them.

Watch Nancy’s TEDx video that presents her sparklines analysis of how Steve Jobs introduced the iPhone. Watch for what she views as Job’s top four dramatic techniques: repeatable sound bites, shocking statistics, evocative visuals, and memorable dramatization.

“Tell them what you are going to tell them, tell them, then tell them what you told them.”

think of presentation elements as acts in a play.

by the very nature of the agency selection process indicates that there is a very good chance that your agency is similar to the other agencies that made it onto the short list. What isn’t similar are your ideas and your personality. Making sure that your ideas get heard, that you deliver your most salient points with clarity and passion, and that

Use a SWOT analysis to determine your agency’s strength’s, weaknesses, opportunities, and threats related to this pitch, including the competition.

six types of agency relationships.

“Make the client an offer they can’t refuse.” In this case it might be a BHAG offer wrapped in a chutzpah sandwich.

Every presentation must include Wow! Moments. What’s a good number? Two? OK, maybe three